• Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks • Conduct strategic discovery to align cybersecurity needs with Recorded Future’s intelligence solutions • Engage channel partners in joint go-to-market motions, leveraging their reach and relationships • Own and grow key enterprise accounts across multiple verticals • Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns • Build strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security) • Act as a trusted advisor, delivering insights and value beyond the initial sale • Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, and long-term customer value • Navigate complex, multi-stakeholder sales cycles lasting 6–12 months • Apply MEDDPICC and value-based selling frameworks to qualify and advance deals • Develop and present compelling proposals, with a strong grasp of both technical value and business ROI • Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy • Handle objections and pricing conversations with clarity, confidence, and professionalism • Consistently meet or exceed quarterly and annual revenue targets • Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior • Provide market feedback to internal teams to inform product, positioning, and roadmap priorities • Operate with urgency, professionalism, and high standards of customer care

• As an Account Manager, you will take on a hybrid role, balancing the growth of new business opportunities with the expansion and development of existing accounts. • Reporting to the Head of Sales, you will own a big part of the sales strategy and its execution in tandem with other departments (Delivery & Technology). • You will directly contribute to our revenue growth, build strong sales processes, oversee pipelines from qualification to close and manage day-to-day sales operations.

• Meet and exceed projected sales goals based on territory quota established by sales management for the given territory. • Use daily a disciplined approach to selling to uncover and meet customer needs. Full understanding and implementation of CVI sales platform. • Maintain territory call cycle; minimum 4 pre-set appointments per workday. • Dedicated to meeting customer needs quickly and accurately. Return customer phone and email inquiries within 24 hours. • Utilizes thorough probing style to understand customer’s business, assess needs and profile the account. • Responsible for formulating and executing an effective call cycle plan to grow territory business; Sales Representative will prepare account business plans with their Regional Director. • Develop new business within geographic territory. • Maintain technical proficiency with CVI products and competitive products. • Keep current with industry trends and analysis, i.e., Health Product Research data. • Integration and training of CVI suite of technology and value-added products and services to customer office; sell in value-added benefit of tools to enhance customer experience with CVI. • Develop customer marketing plans and promotions to grow business; monitor to insure return on investment. • Use of Microsoft Office suite of tools (Microsoft Word, Excel, PowerPoint). Advance skills through training and daily use. • Daily use of CRM tool and reports to analyze product, account sales and overall territory growth. • Participate in state and regional optical shows when requested. • Submit all administrative reports on a timely basis (call reports, expense reports, ROI reports, etc.). • Responsible for routinely managing diagnostic contact lens sets in customer locations. Installing, removing, and transporting diagnostic contact lens sets requires individual to lift up to 50lbs.

• Develop and maintain key relationships with Plan's account and pharmacy teams, and with corresponding consultants/brokers; maintain an intimate understanding of the industry and assigned account trends, challenges, priorities, and adopted products and services to influence the development and prioritization of strategic plans • Maintain and drive strategic master account plans to ensure client engagement and satisfaction; drive cross-functional alignment between Prime and the strategic plan of the client, ensuring contract compliance and measurement of key deliverables • Establish key internal relationships to advocate for client interests and help drive enterprise solutions that meet Prime and client priorities; work with Account Manager to ensure member and client service excellence and satisfaction • Lead client meetings as aligned to the account management principles, including but not limited to: identifying meeting objectives and participants, ensuring adequate preparation and presentation materials, disseminating and uploading meeting materials in client portal, and working across extended teams to ensure appropriate follow through and documentation; drive superior client satisfaction and engagement in all client interactions, including the co-development and implementation of the pharmacy master account plan per client • Lead the proactive and strategic consultation efforts in partnership with account teams to maximize pharmacy spend through client renewals and the adoption of new or expanded use of Prime's products and services • Educate groups on current topics in the industry, new product developments, and the competitive landscape; provide collateral materials and support when necessary to help facilitate the sales process; assist with client external audits, client presentations, client visits, and health fairs, as needed • Manage the end-to-end Request For Proposal (RFP) process for renewing groups, including the development of a contract renewal project plan; proactively analyze contract language and/or requirements, standardize where appropriate, and mitigate conflicting terms • Document interactions with assigned accounts and input into the Salesforce CRM tool, including but not limited to meeting agendas and notes, identified dependencies or risks, key decision points and outcomes, and any next steps, agreed actions and responsibly parties; ensure the appropriate data is captured within Salesforce in order for the tool to be leveraged as a source of truth for the overall client relationship (i.e., client interactions, products pitched and deployed, decision records, etc.)